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quirky

ideas and experiences with a selling angle that come from left-field

Sales Time Management “To Don’t-ing”

We all know what a To Do list is. Whether we write one down, tap it into our crm, use some freebie web or google app to hold it, or keep it in our heads, there’s always a ton of priorities and things to do. Yet here’s a

Don't Go Blame-side

Here’s an example of what a text book cannot teach, and only experience can. I rocked up at a prospect the other day. At the annointed hour, I was in attendance. The person with whom I’d hoped to meet however, was not even in the building. I suspect

R2R; Salesrep To Salesrep

Following on a touch from yesterday’s [http://salespodder.com/be-wary-of-pre-qualification/] blog, we talked internally some more about the issue of overcoming the “no info” wall you can ridiculously encounter when trying to pre-qualify with hypocritical switchboard gatekeepers. Shock, horror, it seems my guys have even done it themselves to

Be Wary Of Pre-Qualification

The British Disease strikes again. When I maintain during conversations with anyone born beyond the shores of my homeland that if they can sell in the UK, then they can sell anywhere, this is one of those kinds of stories I recount to prove it. My cold call resource explained

Innovation Through Accretion

It’s a bug-bear of mine sure, yet I cannot abide both sales managers and prospects that fail to comprehend the true evolution (and thus value) of innovation. I read something recently that has given me two new toys. The first is to help explain to impatient sales managers why

Avoid Trumpton Management

One of my clients is currently undergoing big change. Now, change is nothing new for any sales team, at least each year there’s always some kind of re-shuffle of things, but this one seems to be using a particularly large machete. The malaise was apparent in things like allowing

Don't Miss Out On Prospect Theory

A truly fascinating concept I’ve just been introduced to is critical to a rep’s success. Prospect Theory was uncovered in 1979 by two psychologists keen to explain economic decision making (Daniel Kahneman & Amos Tversky). Their findings were simply that people are less likely to do something that

4 Premiership Change Stages

Typically big hooha about the Premier League’s investigation into a 39th round of footie matches to take place at international venues. The sooner we get a proper Euro League the better. Anyway… the Sundays welcomed such a debate so they could fill their pages once more. One of them

Can You Prove Not?

Here’s an interesting angle for getting a prospect to think along your lines. Absent-mindedly listening to a debate between two Members of Parliament on talk radio, I overheard a woman ask roughly “can you prove that this has never happened to me?”. The reply was instant and smacked of

The Purple Suede Was Different

Just done some impromptu training-cum-problem solving on a cold-call quandry. Remember the old days? A pats used to run along the lines of ‘send me your brochure’, then every time you’d ring back, you’d get ‘I’ve not had chance to read it yet, but I will then